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Sales Efficiency through
Simplification
Stacy Pritchard
Senior Manager, MarketingSystems
© 2014 Autodesk
It’s All About Improving Productivity
Sirius Perspective: It’s the job of sales enablement to ensure maximum yield from every
hour from every salesperson.
Effectiveness (quality and results)
Efficiency(capacity)
Yield Per Rep
Source: SiriusDecisions
© 2014 Autodesk
Autodesk started more than 30 years ago,
with 16 employees and one software title.
Today more than 100 million designers, engineers,
architects, creative artists, students, and hobbyists
use Autodesk software and apps to unlock their
creativity, build better products, and address
important challenges impacting the world.
© 2014 Autodesk
Global Organization
 7,200+ employees in 95 locations
 2,000+ World Wide Sales Organization
 2,200+ Channel Partners
 10 languages
© 2014 Autodesk
Supported by the breadth and depth of a leader
© 2014 Autodesk
For Architects
For Mechanical Engineers For Graphic Artists
Multiple Products / Multiple Personas
For HVAC
Engineers
For Interior
Designers
For Structural
Engineers
For Construction
Workers
For …
For early adopters
For customers who
value standards,
compatibility, reliability
For cost conscious
professionals
For customers who
want to maximize
creative expression
© 2014 Autodesk
Problem Statement (2012)
50%
Don’t know where
to find information
30%
Time spent looking
for information
12-17
Locations visited
weekly
4+months
Confidence to sell
© 2014 Autodesk
Discovery to Launch | Timeline
2011 2012 2013 2014
How can Marketing
support direct sales?
Discovery Evaluation Implementation
Go Live
Internal
Go Live
Partner Network
Proof of Concept :
1 Industry, 1 Product
Exec Approval
Global Enterprise Solution
Retire Legacy
Systems
© 2014 Autodesk
Simple Navigation
Even in a complex
environment it is easy to
connect to the most-likely
activities
© 2014 Autodesk
Navigate & Discover
Support sellers with
solution relevant content
and enable them to learn
by related information
© 2014 Autodesk
Simplicity can be achieved for global deployments
© 2014 Autodesk
 Deliver knowledge
 Raise confidence
 Take action
Learn it. Prove it. Do it.
© 2014 Autodesk
Content is King
If the content isn’t effective did
we really improve anything?
© 2014 Autodesk
Where will our journey take us in 2014?
 Effectiveness
 Better alignment to Sales goals, metrics, & needs
 Report and analyze
 Optimize the experience
Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries.All other brand names,product names, or trademarks belong to their respective holders. Autodesk reserves the rightto alter product
and services offerings,and specificationsand pricing at any time without notice, and is not responsible for typographical or graphical errors thatmay appear in this document.
© 2014 Autodesk, Inc. All rights reserved.

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Sales Efficiency through Simplification (Autodesk)

  • 1. Sales Efficiency through Simplification Stacy Pritchard Senior Manager, MarketingSystems
  • 2. © 2014 Autodesk It’s All About Improving Productivity Sirius Perspective: It’s the job of sales enablement to ensure maximum yield from every hour from every salesperson. Effectiveness (quality and results) Efficiency(capacity) Yield Per Rep Source: SiriusDecisions
  • 3. © 2014 Autodesk Autodesk started more than 30 years ago, with 16 employees and one software title. Today more than 100 million designers, engineers, architects, creative artists, students, and hobbyists use Autodesk software and apps to unlock their creativity, build better products, and address important challenges impacting the world.
  • 4. © 2014 Autodesk Global Organization  7,200+ employees in 95 locations  2,000+ World Wide Sales Organization  2,200+ Channel Partners  10 languages
  • 5. © 2014 Autodesk Supported by the breadth and depth of a leader
  • 6. © 2014 Autodesk For Architects For Mechanical Engineers For Graphic Artists Multiple Products / Multiple Personas For HVAC Engineers For Interior Designers For Structural Engineers For Construction Workers For … For early adopters For customers who value standards, compatibility, reliability For cost conscious professionals For customers who want to maximize creative expression
  • 7. © 2014 Autodesk Problem Statement (2012) 50% Don’t know where to find information 30% Time spent looking for information 12-17 Locations visited weekly 4+months Confidence to sell
  • 8. © 2014 Autodesk Discovery to Launch | Timeline 2011 2012 2013 2014 How can Marketing support direct sales? Discovery Evaluation Implementation Go Live Internal Go Live Partner Network Proof of Concept : 1 Industry, 1 Product Exec Approval Global Enterprise Solution Retire Legacy Systems
  • 9. © 2014 Autodesk Simple Navigation Even in a complex environment it is easy to connect to the most-likely activities
  • 10. © 2014 Autodesk Navigate & Discover Support sellers with solution relevant content and enable them to learn by related information
  • 11. © 2014 Autodesk Simplicity can be achieved for global deployments
  • 12. © 2014 Autodesk  Deliver knowledge  Raise confidence  Take action Learn it. Prove it. Do it.
  • 13. © 2014 Autodesk Content is King If the content isn’t effective did we really improve anything?
  • 14. © 2014 Autodesk Where will our journey take us in 2014?  Effectiveness  Better alignment to Sales goals, metrics, & needs  Report and analyze  Optimize the experience
  • 15. Thank you For more information SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700
  • 16. Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries.All other brand names,product names, or trademarks belong to their respective holders. Autodesk reserves the rightto alter product and services offerings,and specificationsand pricing at any time without notice, and is not responsible for typographical or graphical errors thatmay appear in this document. © 2014 Autodesk, Inc. All rights reserved.